If you are trying to win your target’s respect, attention, and money, he becomes the prize. - Oren Klaff

The Intrigue Story Your intrigue story needs the following elements: 1. It must be brief, and the subject must be relevant to your pitch. 2. You need to be at the center of the story. 3. There should be risk, danger, and uncertainty. 4. There should be time pressure — a clock is ticking somewhere, and there are ominous consequences if action is not taken quickly. 5. There should be tension — you are trying to do something but are being blocked by some force. 6. There should be serious consequences — failure will not be pretty.

Only one frame will dominate after the exchange, and the other frames will be subordinate to the winner. This is what happens below the surface of every business meeting you attend, every sales call you make, and every person-to-person business communication you have.

When you are defiant and funny at the same time, he is pleasantly challenged by you and instinctively knows that he is in the presence of a pro.